Secrets from the science of persuasion – Video /Listening activity

Researchers have been studying what influences us to ________________ to the request of others.

We might think that when we make a decision, we consider all the ________________ to guide our thinking.

It is because we lead very ________________ lives that we need shortcuts to make decisions.

Some of the universal shortcuts guiding our behaviour are:

– reciprocity

– scarcity

– ________________

– ________________

We usually give back to others what we have ________________ first.

We are more likely to say ‘yes’ to someone we ________________.

One of the best examples of reciprocation comes from studies conducted in ________________.

The gift waiters may give us when they bring us the bill increases our tip by ________________, but if they give us twice as many gifts the amount of money we give them ________________.

The tip is often influenced by ________________ something has been given.

The key to the principle of reciprocation is ensuring that what you give is ________________ and ________________.

Consumers usually want more of those things they can have ________________ of. That’s why when British Airways announced that the New York – London Concorde flight would not fly as often as it used to, sales ________________.

When talking about the benefits of something, not only must we emphasize what is ________________ about our product , but also what we stand to ________________ if we do not use it.